Needs Analysis

• Briefing with CEO, Commercial & HR Directors
• Working with sales force
• Audit of current sales processes & tools

Building the proposal

• In line with needs analysis
• Adapting structure & content to trainees needs
• Validating against best practices

Presenting the proposal

• Using demonstration & specific examples
• Pilot workshop when appropriate

Classroom training

• Program developed together with line managers
• 20% theory, 80% practical
• Case studies, role plays, business games all adapted to job reality
• Facilitation techniques

On-job training

• Consolidation of classroom training on job
• Linked to specific training &/or business objectives
• Using FISH feedback techniques
• Detailed feedback report

On-line training

• Tests & exercises
• Workshop / on job preparation
• Refresher training

On job consolidation

• Field training & on-line follow up
• Line manager tool kit

Evaluation of program effectiveness

• Immediate trainee reaction
• Feedback from line managers & HR
• Formal review meeting